Emotional Intelligence

Earlier this year, someone said to me, "Don't read what you are INTERESTED in, read what you need to GROW in." Right now I'm reading Emotional Intelligence 2.0 because...well...you get the idea.

Definition: Emotional Intelligence- your ability to recognize and understand emotions in yourself and others, and your ability to use this awareness to manage your behavior and your relationships.

Now this isn't my first introduction to emotional management, but I was moved by the very last thing I read. It discussed the the varying causes of emotional intelligence and awareness. Naturally with age our awareness grows with life experiences as we are exposed to challenges, problems, events that cause a dynamic shift in our "personal reality".

It reached a section on the generation gap of Gen Y'ers, Gen X'ers, and Boomers and the difference in emotional intelligence between the U.S. and China. To summarize: the future leadership in the U.S. is in trouble...but there are solutions. 

Tim Elmore wrote a book called "Artificial Maturity" where he identified the root CAUSE of issues plaguing Gen Y'ers is the exposure to information BEFORE they ever experience those things and understand how to process them, thus creating a "false confidence". Like "I read the book, I know how to do this"...or should I say "I watched this on youtube, I understand this."

We often learn:
-family dynamics from sitcoms
-life and death from video games and movies
-sex from ill-informed peers and internet "resources"

The natural tendency is to control, shelter and protect. That doesn't change the fact that the world is dangerous, debts need to be paid, money is earned through adding value, and we could DIE for doing something stupid.

As a reformed "dumb dumb" teenager, the only thing I can tell you that made the difference was a caring adult who helped me through a mess I created in high school. He didn't clean it up for me, didn't judge me for having created it, but rather had the courage to stand there NEXT TO ME and help me apply the appropriate understanding of WHY things happen. He allowed me to cry to express sadness, yell to express frustration, be silent to experience the shame and anchor the the desire to change. In the end he asked, "What do you want?" 
-I talked, he listened. A plan was created. Accountability established. Transformation was made.

There is no surprise that the cause for so much mental health issues leading to school shootings, abusive relationships, suicides is...people aren't taught how to BE with and PROCESS their emotions. 
-We can't be happy all the time. That's not truly what it means to experience "being human". Feelings aren't good or bad, they are just an indicator of something. 

Negative emotions are like a cold...9/10 times they just need to run their course. Rejecting, avoiding, not accepting we have a cold and going to school, or work, and pushing ourselves trying to work past it will just make it worse. AND, we'll probably give it to other people.

Positive emotions are just the same. However, sometimes we put the silencer on happiness, apply the breaks to joy, and establish "conditions" for gratitude. WHY? Because all these things require vulnerability and vulnerability terrifies us.

What's the point? 
We can't control our intellectual intelligence, but we can control our emotional intelligence. Courage is the catalyst, grace is the antidote. 

Give young people a chance to experience happiness, to experience sadness, to experience struggle, to experience elation, to experience love, to experience loss.

Not all struggles are meant to be public, but many aren't meant to stay private.

Life is an adventure that is no fun if you're in a hotel all day. The answer is not to hide, but rather to equip. 

Achievement vs. Success

Is it possible to achieve success and NOT be successful? Absolutely! 

This is a great excerpt from Greg Salciccioli's book Enemies of Excellence

"Most leaders who experience rapid success experience a serious gap.  Because success has come so quickly, and character is slower to develop than talents and abilities, their character is inevitably less developed than their talent. YET, like all of us, they need character to sustain success."

This is what I've appreciated about the teachings of Jim Rohn because he constantly preaches "Success is a result of the person you become." Achievement and "Being Successful" are not necessarily synonymous.  We can hustle and grind all we want but if we do not manage our integrity or character we open the doors to the "enemy".

In my career working with and training sales people, this concept became very apparent in the "favoritism" shown to these sales people because they "achieved" above average success.  In hindsight, my biggest error was not also taking as much time to help them grow to MAINTAIN that success.  Lessons such as:

-Creating proper saving and spending habits

-Ensuring clients left with a positive testimony of their experience

-Enrolling those closest to them of what they were up to

-Making sure personal life is in order such that their business life is in order

-Seeking and fostering relationships with like minded people

-Putting systems in place to make sure they didn't have to work as hard to produce the same results preventing the "burn out" or looking for greener grass.

As a leader, a coach, or a manager...maybe the answer is not always to DRIVE the numbers, but rather to GROW the person.  It's not EXPECTED to care about people’s personal lives when we're in business, but it doesn't change the fact that we deal with people who have wants, needs, desires, concerns, goals, and dreams.  When we take the time to KNOW these things, and help them BECOME successful rather than just ACHIEVE success we create loyalty.  Which in the end, as a leader, THAT is what we want and need to sleep good at night and to have people behind us willing to weather the storms that come, not MIGHT, but WILL come our way.

Bad things

A day in the life of John Israel:
Bad thing
Bad thing
Bad thing
Good thing
Good thing
Bad thing
Bad thing
GOOD THING

Early in my career, someone taught me that most people do not do well in sales because they stop when "Bad things" happen. Of course anything "BAD" is relative but it's easy to become "creatively distracted". "Bad things" are annoying and higher levels of activity will always yield more of them. 

I say this after reading an email from a potential client that they are choosing NOT to do business with me. Well...fortunately I saw and loved on a lot of people today. Shoot, I even ran into 5 friends/clients at Whole Foods during lunch.

If someone chooses not to do business with us...it's merely a small drop in the ocean of our career. They may change their mind...they may never. Robin Sharma said "To double your success...triple your rate of failure." 

Thanks again to everyone of you that have said YES. All 2750 of you.

And if you know me and you remotely think..."I like this guy" or "He's pretty good at what he does" you can thank all the people who have said NO. Because THEY have been the driving force for my growth. They have caused me to take classes, and courses to become better at communicating the values and benefits of my product and service. They are the reason I paid to be coached by the best of the best in my industry. They have been the encouragement to hire an assistant so that nothing falls through the cracks. They asked the questions I never thought would be a question. They are as much responsible for building my brand as I am.

When you're up to big things, you don't live to avoid the NO's, you live for the Yes'. 

Oh...and for those of you who've said no...it's ok to say yes ANYYYYY time you want 

To Serve

To Serve:

This week I was listening to an audio book by Tom Hopkins and he said, “The benefits of my product or service is my chosen path to serve my fellow man.”

    What really struck me about this is, regardless of our profession we can all get caught up in “Winning” “Being Right” “Looking Good” “Maintaining Stature” and we forget the honor it is to truly SERVE others.

   As a college student, if you asked me what I want to DO with my life I’d list you all of my professional goals ranging from being a Pediatrician, physical therapist, or chiropractor.  If you then asked me WHY I wanted any of those professions, the root answer would have been “I just want to HELP PEOPLE.”

    Do we need some awe renowned profession in order to SERVE, to HELP, to make another person’s life better?  Can we not but do that anywhere?  Often when we feel burn out, or do the same job for so long, we start to think…”is this it?  Is this all my life has succumbed to?”

    One of the greatest internal goals in life is to be of VALUE, to MATTER, to believe “Oh yeah, that’s why I’m here.”  What if we stopped trying to GET from our clients or employer, our spouse or kids, our community or government? And what if we chose to ask “How can I SERVE”, “what can I GIVE”, or “What’s my value HERE”? Couldn’t we find fulfillment anywhere?

    In life, for me it looks like the “selling profession”.  I’m not the only one who does what I do. The product is the same from me as others, the pay is the same for me as others, and our clientele is the same too.  So…the question comes “WHY ME”. Why should you buy from me, why should you hire me, why should you choose to be in a relationship with me rather than ANYONE else?”

   Because… I am here to SERVE.  To serve YOU as a client. Because I am here to serve YOU as a potential employer, because I am here to serve YOU as a spouse.  And that SERVICE is expressed in how I do EVERYTHING.

   I wake up earlier and work out to be in the best mental and physical condition to have the energy and focus to SERVE.  I read, study, practice and prepare because I CARE and I WANT that opportunity to serve.  I choose my LIFE the way it is in order to SERVE YOU BETTER.

   What if that’s what our life looked like?

   When I was in college and if someone asked me, “Well, John why do you want to help people?” I’d have the same answer as you. “Because it makes me happy”.
 It makes me happy to make other peoples lives easy, it makes me happy to see someone experience being valued and respected, it makes me happy to make other people happy.

   But can this be maintained?

   The challenge comes when we confuse happiness with “feeling good”, when we confuse happiness with “winning”, when we confuse happiness with achieving other people’s “admiration”.  Because our happiness lies in circumstances.

   So the question remains, can happiness be maintained?  The real question is can we remind ourselves what really makes us happy?

   For me in my job, in my family, with my communities it looks like the same. It is to SERVE. To serve is to be of value, to be of value is to make a difference, to make a difference is to matter, to matter is to be reminded “Oh yeah, that’s why I’m here.” To know, to know, to KNOW you have a place in this world, to believe that you were meant for something, to realize that the world around you wouldn’t be the same with out YOU…now that is something we can do every day, all day, and when the fatigue sets we can finally sleep with that REAL experience of purpose and can wake with the excitement to do it AGAIN!

Speak to those who will listen

With regards to sales, public speaking, communication,: it's easier to speak to those who resonate with our message than it is to convince someone with a closed mind.

Simple right! However, I often get hooked in this area with my job, potential clients, or when speaking to groups because I want everyone to "get it". In business and in life we need to remember that there are enough people out there hungry for our message, product or service that we do not need EVERYONE to believe what we believe.

Not everyone is a YES in the moment. Funny thing is, at many times I am not a YES in the moment.

Standing in 100% responsibility for results there is a calling to practice, flesh out, and prepare for our interactions so that we can better serve and connect, and maybe open peoples minds.

However, it is a disservice to our "TRIBE" of loyal followers if we spend more energy trying to convince those that will not listen, rather than investing that same time/money/energy creating a better user experience for those who will. Every minute spent with someone who doesn't value your time, is a minute taken away from someone who does.

As the source of the message, let the tribe do the convincing by living at the effect of whatever it is you provided them.

Hunter Hearts

People ask how I've been able to do what I do for the last 12 years. Let me introduce you to Melissa Baugher, from Ojai CA. 

Melissa is a long time client turned friend. As a real estate professional she was of instrumental help when I first moved to the Central Coast as she ordered a lot of Cutco and introduced me to several amazing clients (Nora Davis;)

Most importantly, she was just a cool lady with an awesome husband and 2 great kids (Taylor and Hunter). Quite an example for a young family bound person to look up to. 

In 2009 after a few stellar sales years with Cutco I was asked to co-author a book called Cutting Edge Sales. 

My chapter is on client relationships and referrals. Go figure!

I went to Melissa's house to share the good news and her little guy Hunter (11 years old at the time) had such an Entrepreneurial spirit like his mom I had to give him a signed copy of the book.

Earlier this year, Hunter Passed away in a tragic motorcycle accident at age 16.

Last week Melissa and I got to reconnect when I came out for her annual knife sharpening :) My wife Monica came along and we chatted about life and how they've been handling their loss. 

Her Husband and daughter have since both received their real estate license to support Melissa and run the family business!

The next morning Melissa sent me these photos of the Cutting Edge Sales book still on Hunter's shelf with this message:

"He kept that the whole time... He said he would be rich one day and buy me a house in Lake Las Vegas. It was fun finding it and remembering how excited he was to have met you. "The knife guy" who is taking over Ventura co.

Looks like he was right!"

No matter what's on our business card, we're in the people business. 

Every interaction is an opportunity to meet someone with a remarkable story. 

And if we engage, if we truly care, sometimes we get to be a part of that story too!

Pain is a great teacher

Pain...the greatest teacher on planet earth.

I called a client today who was referred to me several weeks ago. "I'll call tomorrow" I said in the moment... then I forgot...for 3 weeks. Remembered randomly today and called the client back ONLY to find out she had ordered from another rep because I never got back to her and she really NEEDED buy. No need to go into details but the commission would have been enough for a couple car payments and all it would have taken was maybe 10 minutes tops. I deserved that!

The truth is I HATE REJECTION. It's "the thing" that holds most of us back from taking action in the moment, from asking that person on a date, saying what we really feel, or returning a simple phone call.

Rory Vaden talks about "Creative avoidance" in his book Take The Stairs. If we're in sales we notice how dirty our car is when we need to be calling clients. If we're a student we remember to call that friend back when we really need to be studying. Or as a parent we stay busy "making a living" when issues at home get worse.

Creative avoidance is nothing more than Fear avoidance.

My fear is to be taken as "too eager", aggressive, pushy, self-centered, and if I'm being really honest the biggest fear is "not being good enough". What if I call back and the client says "Oh never mind...that's too expensive." I literally think of that.

Fear of "rejection" is the biggest fuel to the fire of insecurity. And we can get pretty tricky to avoid it at all cost. Speaking for myself that is.

Thus...today I embraced the fear and received a notice from a broker to come speak at a marketing event next week. I called her back in less than 60 seconds from which she messaged me. She was beside herself, happy to schedule me in and then she tried to recruit me to work for her...lol. Opportunities come to those who hustle!

LESSON #1: The feeling of immediate Rejection is not nearly as bad as the feeling of a missed opportunity.

LESSON #2: Pain is not a bad thing. It's an awareness tool. Pain is merely a cue that "something needs to change."

You don't have to wait for other cars to start moving to prove it's ok for you. When the light turns green...GO!

Redemption

There are those moments who define who we grow up to be and I want to share with you an extraordinary story that defined who I am today:

I still remember the day, in the living room of my parents San Diego home, when they sat me down to say that my dad was diagnosed with Parkinson’s disease. I was 17, entering my Senior year of high school.

Nothing noticeably changed for a few years. The first time I noticed was holding his hand in church and feeling it twitch.  The disease was real and it was here.

There are those stories of people who are diagnosed with diseases and completely change their life around.  My dad was no exception.

Ronald Israel was a 30 year employee for AT&T, starting out climbing the telephone polls and eventually installing communications systems on battle ships across the world. My dad was gone for large sections of my life on these trips.

After the diagnosis, he was offered early retirement.

A year later, he started attending these Personal Development seminars by the PSI organization. Some people say “when the student is ready the teacher appears.” I couldn’t agree with them more.

He realized how much of an impact he had on our family. Both positive and negative.

It was a complete transformation.  He went from a very stern man, I was usually scared of…to suddenly this guy who would call me and tell me how much he loved me. Oh, and hugs…lot’s of hugs.  What did they do to my father?

He inspired me to see that anyone can change. ANYONE!

Because of this life transition, I was forced to pay for college on my own. That’s when I took on my first sales job working for the Cutco company.  Christmas, Easter, or Summer breaks I’d come home to work and sell knives.

At a conference I met this guy named Hal Elrod, who inspired me to find something so passionate to work for that I’d be willing to put my whole heart in. That’s the true way to overcome obstacles.  Find a big enough reason.

I made the decision for one summer to sell enough Cutco that I’d get to donate $1000 of my own commissions to the Michael J Fox Parkinson’s disease foundation.

And I did.  Cutting a check for $1000 of your own money as a 21 year old, while still having tuition, books, room and board to pay for…was quite the experience.

It changed me.

My dad didn’t know about the donation, although I made it in his name.

The Michael J. Fox foundation sent HIM the thank you letter, to which my dad called me, beside himself.

It was another one of those teary eyed, 'I love you' conversations that mean so much to us, but then the phone was silent.

Me: “Hello, are you there dad?”

Dad: “Yeah, I just have this idea.  What if…what if I rode my bike up to your graduation from college?”

Me: “What…dad…San Diego to Spokane WA...that’s like 1500 miles.”

Dad: “It’s actually 1830, I looked into it a little earlier…”

If there’s one thing I’ve learned in life, if someone tells you a dream, no matter how crazy it sounds...believe in them.

Which isn’t always easy when you know their track record.  Historically my dad was the dad who’d say “Let’s go to Disneyland” then bail last minute. So, I just kept those thoughts and comments to myself as we continued to talk about the journey.

Week after week, he’d give me progress reports. Hiring a trainer. Creating a work out plan.  Mapping the trip out. Months and months go by and I’m just waiting for that call to say, “You know what John, this just isn't realistic.”

That call never came.

However, one month before the scheduled leave date for the trip, they had a problem…lodging.  Where would they stay?

Stressed out, my parents decide to take a trip to Disneyland’s California Adventure to get their mind off things.  When they walk out of the park, my dad’s phone rings. It’s Doug, our paraplegic neighbor across the street.

Doug: “Hey Ron, are you guys still planning on that bike ride of yours?”

Dad: “Of course, why do you ask?”

Doug: “Well, if you want some company, I could go with you and we could take my RV so we all have somewhere to sleep.”

Dad: Fighting back his tears “That…that would be great Doug.”

Prayers DO get answered.

On March 6th 2005, my dad left Downtown San Diego on a 1830 mile bike ride to Spokane WA for my graduation from college.

Let’s not forget here that he has now had Parkinson’s for over 5 years.  Every day he has to take his drug cocktail in the morning then get on his bike for as long as he can before everything wears off.

My dad said the hardest part is when he couldn’t control pushing one side of his body as much as the other side. Which is scary when you are on back roads and giant Semi’s blow past you.

On more than one occasion, he was blown off the road.  One such instance, his bike cracked in half.

He called me that night, as excited as ever.

Dad: “Guess what?”

Me: “What?”

Dad: “I got blown off the road, and my bike broke in half.”

Me: ‘What…that’s awful.”

Dad: “No, it’s pretty amazing actually.  We went into town, and bought a new bike. I told them the story so they rushed the bike to Trek and they will have it fixed and delivered to Seattle WA in 1 month for me to pick up.”

Me: Grinning from ear to ear “That’s great dad.”

That kind of thing happened almost too much to talk about.

One month in, averaging 40-60 miles a day, he crosses the California - Oregon border.  He calls to tell me the news.  I’m at a school retreat with about 100 other Gonzaga Students.

I put my dad on hold and tell everyone, “My dad just crossed the midway point on the trip.  Let’s all show him how awesome he is.”

I put him on speaker and everyone starts cheering and screaming.  The phone goes silent...

Me: “Dad…are you there?”

Dad: “Yeah, thanks John.  I gotta go.”

Later he told me that was one of the most extraordinary moments of his trip and he couldn’t keep it together on the phone, so he needed to take a moment to weep. Like those moments a professional sports team wins the National Championship.

It was real.  If he made it half way, he could make it the other half.

But he wasn’t done.  The last month…every day was a miracle. Just missing torrential downpours and snow.

We spoke nearly every day.

On May 6th 2005, we stood in the quad of Gonzaga University awaiting his arrival. My good friend Adam Sobieski says, “Dude we need a finish line.”

To which he runs into the bathroom and grabs a roll of toilette paper

There he comes…my dad…wearing a yellow and black jacket…riding down the quad at 3pm.  The newspapers there.  School officials were there.

He made it.  He finished on the exact day at the exact time he declared.

It may have taken 3 bikes and 13 flat tires to get there, but he did.

It was a moment that defined something for me: Anyone can do something if they DECIDE.

Do you know what that lesson is worth to a child? Do you know how much this lesson has changed my life and the thousands who heard and watched this happen?

Today is fathers day.  My dad is still alive.  He lives with my mom in their San Diego home.  He can’t move much any more, needs help doing everything from brushing his teeth to getting up for the bathroom.

It’s Fathers day and I wanted to honor him by sharing with you this story.  It means a lot to me that you read this whole thing. It’s been a pleasure and privilege having this man as my father.

We disappointed each other a lot, we made each other proud a lot.

Thanks to my mom, Kathleen Israel for sticking with him for these past 40+ years of marriage and being his care taker the last 7.

Thanks to my all my friends at Gonzaga who were a part of this journey, and every Cutco customer who supported the cause.

My son Anderson is due in 2-months. I’m both scared and honored. We believe what we see, not always what we hear or read.  I pray to be a good example that he gets to experience, just like I did.

I may not ride my skateboard across the country for his college graduation. But I’d consider it. Happy Fathers day everyone!

Zen and March Madness

At the end of a recent, very long yet productive Friday, I head to a local bar to watch my alma mater, Gonzaga University, play their first game of the March Madness basketball tournament. Sports haven’t been my thing for years…I don’t even remember the last Super Bowl I watched.  But any time my college makes the big tournament, you bet I’m watching.

I intentionally finished all my work for the day early and drove 40 minutes out of the way to go home just to put on my Gonzaga jersey before meeting a few friends at the bar. I’m a relationship guy. I’m all about including work and play.  It was an open invitation…nothing formal. I invited a few friends and a potential new client.

I get to the bar 30 minutes before the game and snag a few chairs in front of the biggest TV.

Being so early I check my twitter feed and see something frightening. People are already commenting on the Gonzaga game. “OH, NOOOOO!” 4:40pm EASTERN TIME doesn’t work very well when your in California. 

Fortunately, some highlights show there are still 7 minutes left with a very tight score…Gonzaga in the lead.

Within minutes of me sitting down, I order my food and quickly ask the bar tender to change the TV channel to TNT for the game. Since no one was paying attention to the Golf Channel, he says “Of course.” Then takes my order and returns to making drinks.

Ten minutes go by, he hands me my beer, but I’m still watching this golf tournament. How long does it take change the channel? 15 seconds 30 seconds. Granted he was pretty busy making drinks so I gave him a hall pass.  

I ask again while pointing to my jersey “Hey man, my team is playing in the tournament right now and I came here specifically to watch the game. Can you please change the channel?”  He says “Yeah, yeah, sure…Give me a second.” Goes back to making drinks.

Another 10 minutes go by and I’m still watching golf. “Ahhhhhh…” Twitter feed is going crazy. The game now in it’s final minutes, with Gonzaga barely in the lead. The bar tender still, taking orders and making drinks.

I pull over a less busy, fun-loving waitress and state “Hey, I came here to specifically watch the Gonzaga game, it’s in the final minutes. I’ve asked the waiter 2 times to change the channel and he may be just too busy and hasn’t gotten to it. Can you please change the channel to TNT?”

“Oh sure” she proclaims.

Cool…she was nice.

Another 10 minutes go by, and I want to throw a golf club through this TV.  The waitress finally comes over with the remote.

Waitress: “So where am I going here?”

Me: “TNT, the Gonzaga March Madness Game”

Waitress: “So, what kind of sport is that?”

Me (Starting to lose my cool): “Basketball”

Waitress: “I can’t seem to find it”

She is looking through all the sports channels.

Me: “No…it’s a normal channel…basic cable…TNT.”

Another waitress comes up to help.

They finally find the game. Turn it on. “Here you go. Enjoy!”

13 seconds left, Gonzaga shooting free throws, wins by 8. I’m ready to start breaking things!

At this point I don’t want to be around anyone. 

Fortunately, the potential client who said she might show up isn’t there.

One friend texted in “Hey, I’m about to head down see you in a few.” 

I reply “Don’t worry. Game is over. Gonzaga won. I’m going home!”

The bill for my beer comes, for which I only drank a few sips of because I was so anxious to watch the game. I don’t normally do this, but under tip section I write “Zero” with an arrow pointing to the back side of the receipt where I write a paragraph about what happened and rip into the waiter. I hand it to the hostess and politely ask “Can you please give this to your manager?”

While leaving the bar, who do I see? My client, walking in with a friend.  Ahhhhhhhh!

My current state would not be one to generate anything good from this interaction, so I decide to tell them the truth. 

With all the personal development I’ve been through, you’d think I’d just walk back in there with a smile on my face like nothing was wrong. But something was.

The client is completely understanding and says “No, worries. We were going to head in and have a drink here tonight anyways. Maybe next time.”

I walk back to my car and sit in my drivers seat and get even more pissed that I am about to miss out on an awesome opportunity with this client. 

Once I stopped being a grumpy little 5 year old, a few sobering questions came to mind:

QUESTION #1: “What’s the intention…right now?” 

ANSWER: “Build relationships, make connections, and have a fun/relaxing time.”

QUESTION #2: “Am I fulfilling on that intention right now”

ANSWER: “NO”

QUESTION #3: “Is it possible to have the intention fulfilled with the circumstances?”

ANSWER: “Sure, it’s POSSIBLE”

QUESTION #4: “If it’s possible, what would it look like?”

ANSWER: “Go back in the bar, apologize for acting a fool, and have a good time.”

I walk back in, the waiter is gone…either off his shift or he got fired. Either way nothing is going to stop me from having an awesome time with this client. They openly allow me to join them at their table. We have an awesome time for about an hour and agreed to do it again soon. SUCCESS!

I love what Muhamed Ali said “Everyone can smile, until they get punched in the face.” Now you may think that I took this experience too personally…and you’d be right. I could have handled a lot of things better.  Like confirming the game time was Pacific, not Eastern time. 

The point is, we all have those days where we want to start shooting people. Being positive all the time is unrealistic. I think the value is, how long does it take to “clear the calculator” when things go wrong. Still working on that reaction time myself.

Oh, and the Arizona - Gonzaga game is this tonight Sunday 9:40pm Eastern time 6:40 Pacific Time! Go Zags :-)